Kara YarnotFounder & President
Moe HuttPrincipal Consultant
How to Ask for Money: 6 Steps to
Building a Winning Business Case for
Your Talent Acquisition Program
Who Does This Remind You Of?
Kara Yarnot•18 years Talent Acquisition experience
•Former VP of TA at SAIC
•TA leader at multiple Fortune 500 companies
•www.linedin.com/in/karayarnot
•@klyarnot
Moe Hutt•15 years Talent Acquisition experience
•Grew from recruiting coordinator to Enterprise
Program Manager
•www.linkedin.com/in/moehutt
•@huttm
FromFrom 2008 - 2011
What You Will Learn Today
The 6 Steps to Building a Winning
Business Case for Investment
Step #1: Document Info on the Problem
State the
Problem
Document
the Pain
Points
Identify
Quantitative
Issues
Identify
Qualitative
Issues
Example
Recruiter spends 2 hours/week reviewing unqualified referral
resumes and responding to employees and candidates.
10 recruiters on team 10 hours/week or 1,040 hours/year
Average recruiter salary is $50/hour
Example
Recruiter spends 2 hours/week reviewing unqualified referral
resumes and responding to employees and candidates.
10 recruiters on team 10 hours/week or 1,040 hours/year
Average recruiter salary is $50/hour
$50per hour
x 1,040 hours/year
=in lost recruiter
productivity per year$52k
Step #2: Explain the Solution
Explain Proposed
Solution
Document Expected
Outcomes
Step #3: Outline Resources Required
Labor Tools/Techno
logy
Marketing Total Cost
Example
Labor
HRIS Analyst for 2
hours/week to administer
system
$4K / Year
IT resource for 1 week to
set-up ATS integration$3k – one time expense
2 hour training for
recruiters on new tool
$1k to develop training –
one time expense
Tools / Technology3rd party tool to meet our
needs
$35k/year subscription
$5k – one time set-up free
MarketingOnly internal employee
communication required$0
Total Cost $48k
Step #4: Capture Gains
Quantitative Gains Qualitative Gains
We fill 1000 positions per year
Average employee generates $400 in revenue per day
1000 positions x $400 = $400k per year
Example
Recruiter Productivity Gains: $52k/year
Reduce Time to Fill by 1 day:
$
We fill 1000 positions per year
Average employee generates $400 in revenue per day
1000 positions x $400 = $400k per year
Example
Recruiter Productivity Gains: $52k/year
Reduce Time to Fill by 1 day:
$400k + $52k == $452k in first yearTotal Gains
$
Step #5:Calculate ROI
ROITotal Gains
x 100%Total Costs
=
Example
Total Gains = $452k in first year
Total Costs = $48k in first year
$
$
ROI$452K
x 100%$48K
=in first year = 941%
Step #6: Offer Comparison Cost
Celebrate
Other Programs
College / University Recruiting
Military Recruiting
Internal Mobility
Branding / Marketing / Advertising Campaigns
Contingent/Temporary Labor
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